Sales Training & Leadership Development Videos
Video Library
Video: 3 Feedback Strategies to Drive Sales Agility
Modern Sellers don’t hide from feedback. Performance conversations should be regular, expected happenings between a seller and leader. Those conversations are more forward-looking and drive better results. It's all part of the dimension-- The Modern Seller is agile. read more
Video: Drive Sales Agility with Strategic Speed
Welcome back to the Modern Seller video series. Let's consider strategic speed as a factor in sales agility. Strategic speed can apply to almost any sales situation... achieving a goal, moving an opportunity forward, building a target market or launching a new product or service, or building a new skill. Watch this short video for tips on how to achieve strategic speed. read more
Sales Agility is Top 5 Sales Skill. Here’s How to Build It.
Welcome to the new Modern Seller video series. I'm back from a short blogging break, and am looking forward to sharing strategies that you can put into practice as either a sales professional or sales leader. This first theme is about building sales agility. Sales agility makes us more innovative, better able to accelerate opportunities, and reach our sales goals. One way sellers build agility is to fill in blind spots. I invite you to watch this short video to learn three practical strategies to help your clients overcome their blind spots. I'll be back with more tips next week. read more
Five Must-Watch TED Talks for Sales Professionals in 2019
What are you watching? According to Hubspot, 78% of people watch online videos every week, and 55% view online videos every day. You can make the most of your video consumption by creating a list of talks that can inspire your sales success. Two years ago, I shared a list of my favorite TED talks for sellers. Today, let’s look at this updated list. read more
When a Sales Prospect Goes Cold… Know When to Walk Away
Building a better sales pipeline is a lot like that famous lyric from Kenny Rogers' The Gambler: “Know when to walk away, know when to run.” Through my years as a sales leader, I've learned that, despite our natural instinct as sellers to fight to win every sale, sometimes it's best to walk away when the prospect goes cold. In the February issue of Top Sales Magazine, I reflect on a recent situation where a prospect went cold, explore five reasons why it can happen even to the best of us, and share some strategies you can employ to tackle the challenges when they arise. read more
What Distinguishes a Standout Seller…The Why or the How?
Being in strategic selling, often I see sales conversations and the buying process get wrapped up in solution details way too early. I’ve done it too -- my mind running a million miles an hour, jumping into creating solutions before I know enough about the true problem or why it’s a priority today. When we jump into solutioning too early (the “how”), we risk losing prospect or client buy-in. We miss the opportunity to understand the “why” behind the interest. Why it matters to this person and the business. We might miss the opportunity to more creatively solve the challenge. So what distinguishes a standout seller? I share that on the blog and in a short video. read more
Video: Stand Out in 2019
If you’ve been part of my community for a while, you might be familiar with my One Word Tradition. Each January, I land on the word that I want to live my year by, professional and personal. This year, it's "Standout." You can read more in this post, and watch my short video. As you start your 2019, I hope this gives you some ideas on creating One Word or a personal theme for yourself. When you reflect back, you might be surprised at how one word does make a difference for your path. read more
Accelerate Your Sales Results in 2019 with These Skillsets
The last few days of the year provide the perfect time to reflect on what we’ve learned, and to lay the groundwork for an even more successful and productive new year. Of course, 2018 was the year I launched my book, The Modern Seller. Let’s take a look back at the five core dimensions of modern sellers: modern sellers are agile, entrepreneurial, holistic, social, and ambassadors. These five dimensions are the skillsets that modern sellers need to develop to sell more and increase their impact in the new sales economy. Throughout the fall I published a series of short videos to help introduce the dimensions to you. Now, I've compiled them into one, easy to reference resource page that you can find on my blog. Thanks again to all my clients, colleagues, partners and friends for being a part of my journey in 2018. I look forward to serving you in 2019. read more
Meet The Modern Seller: Get Your Copy on Amazon Now
It's almost go time. I’m excited to announce that my book, The Modern Seller, is now available on Amazon. If you’re in a sales or business development role, if you’re a sales leader, or if you’re in sales enablement or training – this book was written for you. Anyone who purchases the book by 11:59 PM on Oct. 30 will receive a special gift. We’ll send you The Modern Seller Workbook, which includes exclusive content beyond what’s in the book - to help you or your team sell more and become even more valuable to your clients. Visit my blog for information on the offer and a new video-- Meet the Modern Seller. Thanks for being a part of my journey! read more
Top Skillsets of a Modern Seller
What makes a modern seller? That's what I explore in my new book, The Modern Seller. The book will debut on Amazon next Tuesday, Oct. 30. Anyone who buys a copy of the book that day will receive a free download of The Modern Seller Workbook, with tools to put insights into action. Just email your receipt to us at [email protected]. In the meantime, I invite you to learn more about the five dimensions of the modern seller in this week's blog post and video. Thanks to all my friends and subscribers for your support on my journey to publish The Modern Seller. I look forward to launching with you next week. read more
3 Steps to Communicating Business Value
Building strong client relationships by creating – and communicating – value is an integral part of establishing your role as a strategic partner. An X-factor in the world of professional services. Strong strategic relationships and a reputation as someone who provides business value will help you stand out from the crowd. In a special article for CPA Trendlines, in conjunction with the Association for Accounting Marketing (AAM) Summit 2018, I'm pleased to present my simple, three-step framework for communicating business value. read more
5 Motivational TED Talks by Women Leaders
As we mark International Women’s Day, I'm reflecting on all the strong and wise women who have made an impact on my life. Moms, sisters, and aunts. Coaches, colleagues, mentors, bosses, and friends. I am grateful for each and every one of you. To spread some inspiration in recognition of International Women’s Day, I’m sharing five of the most motivational TED talks by women leaders. Watch them now, and I guarantee you’ll be ready to pursue your greatest goals. Go get ‘em, ladies. read more
